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3709 articles · Page 64 of 155
Lost Profits, Disrupted Market: Can Distributors Successfully Transform into B2B Platforms?
After the Chinese New Year, many distributors are planning their 2019 business strategies. Reflecting on 2018 and planning for 2019 is a key task for every distributor. In recent years, due to sluggish business growth and the impact of FMCG B2B platforms, more distributors are pursuing transformation. However, a distributor in eastern Guangdong who transformed into a regional B2B platform found the experience painful: he lost profits and disrupted his market.
袁来Is Community Group Buying a Reliable Opportunity for Distributors?
In the second half of 2018, community group buying emerged as a hot new trend in China's e-commerce sector, attracting many distributors to consider entering this field. However, the question remains whether this is an opportunity or a trap for distributors, given the low entry barriers but high competitive barriers.
赵波2019: Major Shifts in the FMCG Industry! How Should Brands, Distributors, and B2B Break Through?
2018 was a uniquely challenging year for China's economy, with trade tensions, slowing growth, and capital winter impacting businesses. In the FMCG sector, B2B platforms entered a deep-water phase, with over 20 closures, while brands and distributors faced stagnant sales and rising costs. The 2019 (5th) FMCG + Internet Conference, held during the Chengdu Spring Sugar Fair, aims to explore strategies for breaking through these challenges.
New DistributionAre Brand Owners and Distributors Suitable for Community E-commerce?
This article discusses whether brand owners and distributors are suitable for community e-commerce, concluding that based on current category composition, it may not be suitable initially, but opportunities exist through the M2C model leveraging private domain traffic. The author introduces the background and logic of the M2C model, contrasting it with public domain marketing challenges.
任小东2019, A Large Number of Distributors Are Leaving!
A distributor in Shandong gave up a brand she had represented for nearly 20 years due to increasing annual tasks and inventory pressure. Another large distributor in eastern Guangdong cut brands like Master Kong and Oreo, and noted that many peers are struggling or closing, with B2B platforms exacerbating the difficulty.
袁来Whose Approval Killed the Market?
As sales teams retreat, they rely on approval forms to hold the line, but it backfires. What can hold the market bottom line when approvals can't?
胥忠进Salespeople: Are They Really Crushing Distributors?
This article discusses whether salespeople should push inventory onto distributors, arguing that excessive pressure can destroy partnerships and the entire channel. It uses Coca-Cola's example of avoiding such practices to maintain healthy distributor relationships.
谭长春JDB, Yili, Beingmate, Shuanghui... Which of the Top Ten FMCG Corporate Turmoils Affected You Most?
These events all took place in the past year of 2018. From JDB's leadership shake-up and Yili's stock plunge to Huiyuan's suspension and Shuanghui's African swine fever scandal, the FMCG industry faced significant upheavals. Which one had the greatest impact on you?
纳兰醉天Distributors: How to Win the Community Group Buying Battle?
In 2018, community group buying became the hottest trend in retail, validated by successful cases and capital. Distributors should seize this opportunity as it can achieve regional, channel, category, and profit breakthroughs. The article provides a detailed guide on how distributors can implement community group buying, covering investment, team structure, operations, procurement, warehousing, and customer service.
王怡栋&胡小印Transformation? First Cut: Eliminate the Marketing Department!
Traditional FMCG companies are losing the ability to capture consumer demand. The article argues that the first step in transformation is to eliminate the traditional marketing department, replacing it with a new structure that integrates with e-commerce and focuses on consumer engagement.
方刚Township Markets Are Full of Gold: With These Operations, Year-End Sales Will Explode!
This article provides a practical manual for distributor teams to develop township markets, based on the principles of building teams, setting standards, creating models, and ensuring implementation. It outlines specific steps, including the '8 Key Points for County and Township Market Development' and the '8 Steps for Market Distribution,' to help businesses tap into the vast potential of rural markets.
New DistributionBudweiser Flirts with 'Sister', What's the Intent?
Budweiser Group has signed an agreement with Jebsen Group to establish a joint venture in mainland China to co-operate Jebsen's Blue Girl Beer, marking Budweiser's first partnership with a distributor for premium beer. The move is seen as preparation for Budweiser's potential Hong Kong IPO and to strengthen its market share in Hong Kong and Macau.
何也New Distribution Zhao Bo: Channel Transformation in the Next Decade: Intermediaries Remain, but Most Distributors Will Disappear!
At the '2019 New Year Marketing Course' co-hosted by New Distribution and Teacher Liu's Forum on January 12-13, Zhao Bo, founder of New Distribution, delivered a keynote speech titled 'Speculations on New Marketing and New Channel Digital Transformation in the FMCG Industry.' This article compiles his insights on channel transformation. Key points: 1. No existing distributor function is irreplaceable; 2. Distributors have only existed in China for about 30 years; 3. Retail scenarios are increasingly fragmented and diverse, but distributors lack basic digital service capabilities; 4. Visibility, online presence, routing, agility, rapid response, and financialization are the basic requirements for the new supply chain in the new retail era.
赵波Zhao Bo from New Distribution: Four Key Words for Mastering New Marketing
At the 2019 New Year Marketing Course co-hosted by New Distribution and Teacher Liu's Forum on January 22-23, Zhao Bo, founder of New Distribution, delivered a keynote speech titled 'New Marketing and Digital Transformation of Channels in the FMCG Industry.' He shared insights on new marketing, emphasizing that the world is fragmenting, and businesses must embrace non-consensus ideas, adapt to fragmented information dissemination, and build a comprehensive marketing system through data to seize the dividends of the era.
赵波Forty Years of Distributors: Historical Junctures That Changed Their Fate
This article reviews key historical moments from 1979 to 2009 that shaped the destiny of Chinese distributors, from the opening of the economy to the rise of e-commerce, highlighting how these events transformed the distribution landscape.
黄润霖Distributors Struggling to Push New Products? 80% Is a Frontline Sales Issue
Adjusting product structure means increasing the proportion of high-margin products, especially new and premium items, to boost overall profitability. However, implementation is difficult because frontline staff face challenges, and the process requires a systematic approach involving external customer relations, internal training, and staff rotation.
潘文富How Should Large Distributors Survive in 2019?
Large distributors, with annual sales of tens of millions in county markets or over 50 million in prefecture-level and provincial capital markets, face challenges such as being big but not strong, having unfocused product lines, unreasonable channel structures, and management deficiencies that erode profits. To thrive in 2019, they must optimize product and channel structures, strengthen inventory management, enforce process management, and enhance staff quality and service.
师顺宽How Should Small and Medium Distributors Survive in 2019?
Large distributors grow from small ones. As long as small and medium distributors keep working hard, formulate correct business strategies, improve their operational, management, and execution capabilities, and combine various marketing skills and techniques with the actual conditions of their markets, they will surely achieve rapid growth. This article analyzes the current situation of small and medium distributors and provides specific adjustment suggestions for 2019.
师顺宽How Should New Distributors Survive in 2019?
New distributors, who are entrepreneurial distributors transitioning from sales roles in food companies or other distributorships, face challenges such as lack of experience, weak brand influence, dependency on manufacturers, and insufficient personnel. To thrive in 2019, they should choose suitable products, concentrate resources on niche markets, seek manufacturer support through performance, and continuously improve their marketing and management skills.
师顺宽Facing the Upcoming 2019, How Will Distributors Make Money?
As 2018 draws to a close, many distributors are reflecting on a year of meager profits and rising costs. To succeed in 2019, distributors must focus on offering good products and good services, as the market increasingly favors those who operate with efficiency and customer-centric approaches.
师顺宽Forty Years of Distributors || Monopoly is a Good Business
In the past, the high school politics course on scientific socialism had a consensus on capitalist monopoly, defined as 'dying.' But monopolies have persisted, and in China's four decades of channel evolution, monopoly is actually thriving. Whether monopoly is good depends on who you are: monopolizing others is good, being monopolized is bad. The development of China's sales channels repeatedly confirms this conclusion.
黄润霖The Winter of Distributors || In-depth Feature
The article examines the severe challenges faced by traditional distributors in China in 2018, as e-commerce platforms and new retail models disrupt the market, leading to declining profits, store closures, and a sense of betrayal by brand owners. It highlights the struggles of individual distributors like Lu, Ouyang, and Xiao Qin, and questions the sustainability of the new retail model.
黄润霖Former Facebook and Google Executives Return to China to Start Business, Targeting FMCG Warehouse and Distribution: Distributors Who Do Everything Are Doomed to Stay Small!
Former Facebook and Google executives return to China to start a business in FMCG warehouse and distribution. They believe that unified warehousing and distribution can help distributors save costs and focus on sales, but caution that distributors must fully separate from their traditional agency business to succeed.
新经销刘少德Master Kong Instant Noodles: Aerospace Quality as Standard, Making Distributors Profitable is the Real Deal
When an industry is about to hit rock bottom, the resilience of its leader often determines the industry's ability to rebound. In 2013, the instant noodle industry reached a historical peak with sales of 45.17 billion units, then declined year by year, hitting a trough of 38.03 billion units in 2016. In 2017, sales slightly recovered to 38.52 billion units. Although still far from the peak, halting the decline in such a short time is commendable. The 2018 sales figures are not yet out, but based on feedback from various companies, sales will not be lower than 38.52 billion units.
周朝磊